What do you include in your weekly and/or monthly sales updates? Are there certain metrics or stories that resonate with sales reps (or any that don't)?

I'm fortunate to work with a great team of Enablement partners who are responsible for building our regular weekly sales updates. We all are inundated with regular newsletters, emails and slacks, assigned trainings, and vendor promotions – it's hard to cut through that noise. Thanks to these partners, we're continuously improving the ways we get important information in front of teams, while also focusing on highest impact/most scaled activities.

The team has landed on a highly-scannable, predictable, and regular update that gets the most important and relevant details in front of the GTM team. Rather than regular sales enablement webinars, we've started creating shorter, more snackable video segments (in addition to written resources or FAQs) that can be consumed when folks have time and assigned/tracked within our sales enablement platform. This was a direct response to dwindling viewership on dedicated webinars.

While tactics are continuously evolving, there are a few best practices I've learned:

• Tailor content: whatever the content, connecting the update back to their day-to-day processes, ability to retire quota, or meet a customer need is an important part of the message (and should be highlighted in the scannable description).

• Measure performance: email newsletter tools, sales enablement and intelligence platforms, and even Google docs have analytics. Use them to understand trends and when things like off, talk to sales folks to understand what's going on.

• Enlist spokespeople: just like anything we market, social proof is valuable. Highlight sales wins using key collateral with interviews, spotlight great customer conversations, or ask sales leaders to promote highly-important resources to gain additional 👀.

In our team, we do weekly, monthly, and quarterly sales updates with marketing, GTM, product, BD, and others. Since sales is a key driver of company success, we focus on the following:

1. Sales Performance: We review how many products were sold versus our targets (e.g. Vs forecast, Vs last year, Vs last month, last 4 week average etc) and track trends (positive or negative). e.g. "Last week we sold X units which was Y% Vs our weekly goals"

2. Headwinds/Tailwinds: We analyze what factors contributed to our success or challenges, and how leadership can support.

3. Channel Performance: We highlight where sales are coming from across different channels and identify areas to optimize or scale.

4. Proactive Solutions: For negative trends, we discuss actions to mitigate them, and for positive trends, how we can amplify success.

Sales reps value clear metrics on sales numbers, target tracking, and actionable insights. Broad, non-specific metrics resonate less.